Deal Manager (OCC Solutions)

Job Description

The scope of Product and Services provided by Skywise includes OCC solutions (Flight planning, Crew planning&Tracking, and Operations Control), EFB solutions (Charting, Electronic Flight folder, Aircraft performance, Documentation), FMS Navigation database and various services such as Optimisation of Airspace Operations, Aircraft Performance and Runway Safety Services, Documentation & EFB Management or Training and Flight Operations Consultancy Services. Skywise is seeking a Deal Manager in charge of driving the growth of Skywise business by supporting our sales team efforts to deliver relevant and profitable commercial proposals in line with our product strategy. This open position corresponds to the position of Deal Manager for OCC solutions (Ops & Crew management). As Deal Manager, the Job Holder's primary accountability is to support completion of order intake, in-year revenue and profitability targets assigned to his/her family of products in his/her region whilst making an optimal use of our delivery capabilities and resources.

Primary Responsibilities

• Overseeing and coordinating the Product contribution to the end to end Sales process to capture new business by: Sales Supporting technically the commercial teams during the qualification stage and promoting our products and services in industry events
• Enforcing Bid / no bid strategy and regularly review the Sales pipeline of opportunities to make sure we prioritize the opportunities in line with our product strategy
• Running the deal assessment process, providing approved pricing to ensure targeted deals are in line with our profitability targets,
• Coordinating technical answers to RFP in order to secure the scope, deployment timelines and support conditions committed to customers in our contracts.
• Support Sales and contracts teams and be the voice of the Product organization in contractual negotiation phase to review and approve potential acceptable deviations to our standard terms
• Running and coordinating trials of our solutions with our commercial pursuits
• Contribute to the Delivery process to ensure deployment progress and complexity remains in line with initial assumptions and support technical and commercial discussion in case an amendment to the initial contractual material would be required
• Enforcing our products and services pricing policies and contributing to its regular review under the lead of Marketing teams
• Supporting Finance and HO Business management to construct and ultimately validate IYR Revenue targets (Plan & Forecast updates) for his/her set of of product and region and monitors progress of ongoing implementation to achieve top line performance in conjunction with the Sales Production Matching coordinated by EPMO

Education

• Bachelor or Master degree in aviation
• Private pilot or dispatcher license would be a plus

Experience

• Strong experience in Airline Flight Operations in OCC environment
• Exposure to business management, contract negotiation would be a plus

Knowledge, Skills, Demonstrated Capabilities & Competencies

• Superior analytical and problem solving skills
• High energy, driven to innovate, and a team player
• Strongly focused and self-motivated to overachieve goals

Communication Skills (Spoken, Written, Influencing, Proficiency in Other Languages)

• Excellent written and verbal communication skills
• Strong interpersonal skills and an ability to interact effectively with senior management, customers and partners due to the customer facing nature of the position
• English negotiation level and any other language would be a plus

Travel Required

• 25 % Domestic and International